Persuasion: How to win in psychological warfare

Five seasoned negotiators share their lessons for getting a great deal.

by Chris Blackhurst

The tycoon stood up suddenly, fixed us with an intense stare and clutched his chest.

"I was so hoping this would go well and I could welcome you into our family," he said. "But now I feel my heart is broken, I am so disappointed." 

For a second it seemed as if his large, beseeching eyes were going to shed a tear or two. Instead, the man turned to his assistant. "Come on, let’s go."

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